Dorsaf Dellech
This research showed that the conduct and success of international trade negotiations are directly affected by intercultural variables. Our aim then is twofold. First, we try to identify the attributes of international negotiation by tourism and hotel managers. Second, we explore these managers’ sensitivity to consider the intercultural factor in negotiations with stakeholders in their target markets. Our results show that negotiators, despite their ongoing involvement in international negotiations, fail to fully understand the importance of intercultural attributes in the current context of a globalized economy.